Referrals are the highest-converting lead source most coaches and consultants will ever have. They close faster, negotiate less, and tend to stay longer. They are also completely outside your control, which makes them a poor foundation for a stable business.
When referrals are your primary pipeline, your revenue depends not on your work, but on whether your current clients happen to know someone with the same problem at the same time you need a new client. This article breaks down why that's a structural risk, not bad luck, and what one baseline second channel actually needs to look like.